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Director, Commercial Operations

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Business, Operations & Strategy
  • Milan

AI generated summary

  • You need 8+ years in commercial operations, a relevant degree (MBA preferred), strong problem-solving, sales strategy experience, financial planning skills, and excellent leadership. Willingness to travel up to 30% required.
  • You will lead sales tools implementation, improve commercial processes, drive accountability through analytics, ensure cross-department collaboration, and oversee training and compensation initiatives.

Requirements

  • Candidates must have 8+ years of dynamic experience related to commercial operations and a bachelor’s degree in business, operations, or a scientific field. MBA preferred. Additionally:
  • Consistent track record in dealing with highly ambiguous problems, taking responsibility for and driving simple solutions to complex problems. Experience with interpreting business needs and translating them into sales operational requirements.
  • Ability to work effectively in a matrixed internal company environment
  • Experience in commercial team management, sales strategies, personal selling effectiveness and business planning.
  • Experience with financial planning, sales analytics and financial root-cause analysis including Selling Models, Salesforce CRM, MS Office and BI tools.
  • Excellent Leadership, customer orientation, critical thinking, detail orientation.
  • Ability to credibly interact with a diverse group, executives, managers, and subject matter authorities. Ability to explain and champion sales concepts to a broad audience.
  • Willingness and able to travel up to 30% with international travel.

Responsibilities

  • This position leads the Commercial Operations function for the Clinical Diagnostics Global Commercial Operations (GCO) and Diagnostic Services (DxS) teams. They will focus on implementation, governance and maintenance of sales tools, workflows, and processes to drive efficiency and effectiveness of the commercial teams. They will partner with senior leaders of sales, marketing, and finance to provide strategic and operational guidance to the GCO & DxS teams. They will improve commercial effectiveness including processes, systems/technology, and programs that enable the commercial teams to perform efficiently.
  • Develop and lead implementation and governance of sales tools, training, enablement tools, analytics/reporting, and sales compensation plans.
  • Serve as the liaison between the selling organizations and all internal operational groups to ensure collaborative and effective partnerships.
  • Drive accountability through performance indicators aligned to strategies and goals. Leverage analytics to create go-to-market models and provide actionable insights.
  • Collaborate with GCO & DxServices Sales leadership to ensure a collaborative culture that supports leaders and ensures strong performance. Ensure Sales Operations capabilities are used & applied consistently.
  • Provide governance and alignment across processes/systems, drive adoption of tools, and standardize performance measurement methodologies.
  • Lead the learning and development team, to ensure learning and adaptation including new and experienced colleagues.
  • Lead the strategy, implementation, and continuous improvement of sales enabling technologies to support effective sales process management.
  • Working with sales compensation, support, create, implement, and lead sales compensation plans to meet division objectives.
  • Serve as the liaison between the selling organizations and all internal operational groups to ensure collaborative and effective partnerships to drive sales.
  • In partnership with Finance, lead reporting for the commercial organization including MBR / QBR reporting.
  • Direct other profitability initiatives / projects based on business unit needs.

FAQs

What is the work schedule for the Director, Commercial Operations position?

The work schedule is standard Monday to Friday.

What are the primary responsibilities of the Director, Commercial Operations?

The primary responsibilities include leading the Commercial Operations function, implementing sales tools and processes, driving efficiency, collaborating with senior leaders, and overseeing sales compensation plans.

What qualifications are required for this position?

Candidates must have 8+ years of experience in commercial operations and a bachelor's degree in business, operations, or a scientific field. An MBA is preferred.

Is prior experience in commercial team management necessary?

Yes, experience in commercial team management, sales strategies, and business planning is required.

Will there be opportunities for travel in this role?

Yes, there is a willingness and ability to travel up to 30%, which may include international travel.

What kind of environment will the Director, Commercial Operations work in?

The position will be based in an office environment.

What tools and technologies should candidates be familiar with?

Candidates should have experience with financial planning, sales analytics, Salesforce CRM, Microsoft Office, and Business Intelligence (BI) tools.

How important is collaboration in this role?

Collaboration is very important as the role serves as a liaison between selling organizations and internal operational groups to drive effective partnerships.

What skills are essential for success in this position?

Essential skills include excellent leadership, customer orientation, critical thinking, detail orientation, and the ability to engage with a diverse range of individuals.

Are there any specific performance metrics the Director will be focused on?

Yes, the Director will drive accountability through performance indicators aligned with strategies and goals and leverage analytics to create actionable insights.

The World Leader In Serving Science

Science & Healthcare
Industry
10,001+
Employees

Mission & Purpose

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD.